How a Design Sprint Agency found Differentiation
Positioning, Rebrand, Service Design & Lead Generation
NEON was born from a fintech startup when they discovered the methods they were using (design sprint and lean product methodology) had a greater value to the world than their original business concept. But after the “Design Sprint Bubble” burst, design sprints become more difficult to sell.
Using the methods that would become the Sales, Service + Lead Kit, this was P&Co’s first validation that our productised structure would work for other clients.
The first step? Customer research to refine that language, of course. Launching headfirst into customer research, we led a complete messaging shift from a Design Sprint focus to an outcome focus (in fact, dropping the word “sprint” from all marketing communications). Sales conversations become much easier with this new language, and the accompanying digital products and lead generating content completely transformed the business.
The development of the new frameworks—the digital counterparts to the service in DIY workshops and templates—resulted in an invitation to be included as a MURAL Playmaker, an opportunity to teach new methods at Google, and in ongoing lead generation that continues to grow the business today.
Before & after
Lead Generation, before: Design Sprint Webinars, held regularly with low attendance and minimal conversion.
Lead Generation, after: A series of opt-in downloads including the Team Alignment Canvas. "Get your team on the same page
& make a decision today."
From first 2 weeks of launch:
Paid social budget: €350
500+ page views and 110 downloads in 2 weeks
10+ calls booked & 4 conversions (incl. a 6-figure contract)
Before & after
We led the rebrand with Neon’s chosen designer for a more mature, polished look to fit the updated value proposition.
Increased average billing from €10,000 to €60,000 with multiple 6-figure contracts
Attracted larger clients including DeutscheBahn, BMW & Volkswagen
Increased close rate to nearly 50%
Sold €1M in the next year (previous year €200,000) & scaled team
Created €1.500/mo in passive revenue from digital products
Thorsten Borek, CEO of NEON
*and your first name so we can say 'Hey Tim!'